Principal Partner Manager - Technology Alliances

Role overview

As a Principal Partner Manager – Technology Alliances (Global Technology Alliances), you will grow high-priority ISV go-to-market (GTM) partnerships worldwide in close collaboration with the Datadog Product team. The focus is on driving joint GTM initiatives, building and executing partner GTM plans, and maximizing revenue through sales motions.

Responsibilities

• Own & scale strategic ISV GTM partnerships
  • Lead Datadog’s GTM strategy with ISV partners
  • Manage key partner alliance and field relationships
• Partner alignment with Product
  • Collaborate with Product on co-build / co-innovation priorities
  • Drive revenue for net-new solutions and support successful sales field execution
• Build and drive the GTM plan
  • Work with the Channels & Alliances team globally to deliver an effective global plan with local execution
• Drive revenue growth
  • Identify and execute joint business opportunities (including Power of 3 campaigns with reseller/SI partners)
  • Ensure Datadog leverages ISV GTM partner programs and funding opportunities
  • Create new routes to market, including joint product listings on cloud marketplaces
  • Develop sales playbooks and messaging with Product and Marketing
• Field & partner enablement
  • Train global Channels & Alliances and field sales teams on partnership benefits, co-sell motions, and offerings
• Measure & optimize
  • Track partnership GTM performance using metrics such as pipeline, revenue, and incentives
  • Present regularly to leadership and refine strategy to maximize impact

Requirements

• 10+ years experience in partner-facing business development, strategic alliances, or channel sales in a SaaS/cloud organization
• Experience in global roles working with local internal teams
• Ability to drive sales and partner-sourced / partner-influenced opportunities
• Experience working with Product organizations in complex technology areas (e.g., AI, security)
• Ability to quickly understand technical concepts and explain them clearly verbally and in writing

Nice to have

• Experience with Technology/Cloud/ISV Alliances

Compensation & benefits (high level)

• Performance-based high income earning opportunities
• Estimated salary: $195,000–$260,000 USD per year
• New hire RSUs and ESPP; continuous professional development and training
• Comprehensive benefits including healthcare, dental, parental planning, mental health, 401(k) with match, paid time off, and fitness reimbursements